What do fashion trends, U.S. elections, and your sales team have in common? They’re all influenced, for better and worse, by the bandwagon … [Read more...] about Is the bandwagon effect destroying your effectiveness?
Our Numbers Aren’t Laws Of Physics!
We tend to think of the Laws Of Physics as fundamental truths about how things behave.* For example, F=M x A (Force is equal to Mass times … [Read more...] about Our Numbers Aren’t Laws Of Physics!
4 ways ‘cramming’ is killing your sales
When you were young, did you ever stay up all night “cramming” for a test? Did the adults in your life criticize you for this behavior, … [Read more...] about 4 ways ‘cramming’ is killing your sales
If you really want to shorten your sales cycle, slow down!
If the conversations I’ve been having with sales leaders recently are anything to go by, our sales pipelines are full of opportunities that … [Read more...] about If you really want to shorten your sales cycle, slow down!
If the right thing doesn’t exist… make it!
Twenty years ago, I told my family I wanted to buy a piece of bare land and build a house on it. My wife thought I was crazy. … [Read more...] about If the right thing doesn’t exist… make it!
An Easier Way to Coach Salespeople – For a While
One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same … [Read more...] about An Easier Way to Coach Salespeople – For a While
